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About the role
Key responsibilities & impact- Lead the end-to-end design of global sales compensation plans across direct, indirect, overlay, and specialist roles
- Ensure plans are aligned to HP’s growth strategy, product mix, margin objectives, and channel model
- Balance simplicity, scalability, and motivational impact while maintaining governance and compliance
- Translate strategic priorities into measurable incentive mechanics (rates, accelerators, thresholds, SPIFFs)
- Own annual and in-year quota planning cycles across regions, segments, and roles
- Develop quota methodologies that ensure fairness, achievability, and differentiation , grounded in data and historical performance
- Partner with Sales Operations, Finance, and GTM leaders to align quotas to revenue targets and capacity models
- Drive consistent quota allocation processes, timelines, and approval frameworks globally
- Establish performance analytics to evaluate plan effectiveness, quota attainment, pay-for-performance, and ROI
- Identify trends, risks, and unintended behaviors and recommend plan or quota adjustments
- Deliver clear executive-level insights and scenario modeling to support decision-making
- Act as a trusted advisor to senior Sales and Finance leadership
- Lead and develop a high-performing compensation and quota planning team
- Influence across a matrixed organization without direct authority
- Navigate ambiguity and competing priorities with executive presence and clarity
Requirements
What you’ll need- 10+ years of progressive experience in sales compensation and quota planning
- Proven leadership experience in a large, international, matrixed organization
- Deep expertise in compensation plan design and quota methodologies across multiple sales roles and international complexity
- Strong analytical skills with the ability to translate data into executive-ready insights
- Experience leading annual planning cycles with complex stakeholder alignment
- Advanced knowledge of SPM/ICM platforms (e.g., SAP SuccessFactors, Xactly, Varicent, Forma, or similar)
Benefits
Comp & perks- Health insurance
- Dental insurance
- Vision insurance
- Long term/short term disability insurance
- Employee assistance program
- Flexible spending account
- Life insurance
- Generous time off policies, including;
- 4-12 weeks fully paid parental leave based on tenure
- 11 paid holidays
- Additional flexible paid vacation and sick leave
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales compensation designquota planningquota methodologiesperformance analyticsdata analysisincentive mechanicsexecutive insightsscenario modelingstakeholder alignmentpay-for-performance
Soft Skills
leadershipinfluencecommunicationstrategic thinkingproblem-solvingteam developmentexecutive presencenavigating ambiguitydecision-makingcollaboration